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Field Sales Director

2 months ago

Toronto, Ontario, Canada ESTÉE LAUDER Companies Full time

Job Summary

The Field Sales Executive is a key member of our sales team, responsible for driving retail sales and building strong relationships with retail store teams. This role requires a strong understanding of the retail market and the ability to coach and develop staff to achieve sales goals.

Key Responsibilities

Store Visit Time Allocation (70% of Field Role)

  • Develop and lead multi-branded teams through regular, quality store visits and one-on-ones to achieve sales and productivity goals.
  • Manage and influence team members to drive sales, excellent customer service, and meet sales goals.
  • Utilize and demonstrate a solid understanding of sales, product knowledge, events, operations, retail market, and cosmetic industry to keep business and team moving forward.
  • Assess staff's incorporation of skills and techniques taught and overall sales performance.
  • Observe and provide feedback to managers regarding performance of 3rd party staff.

Coaching/Training/Education

  • Deliver effective sales coaching: modeling, observing, and providing feedback to ensure effective delivery of sales techniques for varying consumer profiles.
  • Analyze and evaluate how the team is using training knowledge to drive sales and demonstrate the ability to identify top performers to develop future bench.
  • Educate teams on hero products across all brands and increase staff's ability to recommend cross-brands relevant to the customer.
  • Support brand education: ensure staff is well-versed in all brands' messaging, differentiation, and assortment, branded trainings to dedicated and department-wide staff on product knowledge, service experiences, artistry, selling, and leadership skills.

Building Retailer Relationships

  • Create and maintain strategic retailer partnerships where appropriate.
  • Develop strong working relationships with district merchants, cosmetics department managers, and store management to recognize opportunities consistent with the company's strategic direction.

Events

  • Partner with retailers and/or department stores to develop and execute innovative in-store events and use learnings to maximize effectiveness of the market calendar long-term.
  • Influence retailers and negotiate event space and location.
  • Review business performance with staff.

Recruiting/Interviewing

  • Interview, hire, and manage staff behavioral and sales performance.
  • Liaise with the talent acquisition team on end-to-end talent acquisition process, including utilizing technology to identify/select potential candidates for open requisitions.

Out of Store

  • Analyze the business and identify sales goals/targets to be set, proactively anticipate and rectify obstacles to goal achievement using critical problem-solving skills.
  • Collaborate and maintain strong working relationships with key business stakeholders, including management, HR, finance, marketing, key account management, branded education teams, etc.
  • Create feedback loops to the brands: share feedback with regional/central teams on local retailer execution, competition's products, service offering, and activity; maintain in-depth knowledge of market trends, demographics, and customer needs/behaviors and reactions.

Qualifications

  • 4-year college degree preferred.
  • 3 years' experience leading/managing retail/POS stores/counters/regions in luxury business preferably beauty industry.
  • Solid understanding of sales, product knowledge, events, operations, retail culture, and cosmetic industry.
  • Ensure delivery of overall sales plan by door/territory.
  • Create and maintain strategic partnerships with retailers, brands, COE functions, and point-of-sale employees.
  • Deep understanding of the retail market and current beauty trends.
  • Ability to coach and develop staff to achieve goals.
  • Ability to see problems and develop action plans to get past them (inventory/stock issues, staff performance, turnover, logistical issues related to events, etc.).
  • Enthusiastic mentor and strategic thinker.
  • Charismatic individual with strong negotiation and communication talents.
  • Ability to work in a fast-paced collaborative environment with multi-unit management skills.
  • Availability to work key business hours, including weekends.
  • Must have a valid driver's license to operate ELC Fleet vehicle.